Author Archives: The Business Office

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Dealerships across Canada are losing anywhere from 10% – 50% of their factory order sales.  Although there are situations where vehicles are delayed for prolonged and unreasonable wait times, the fact of the matter is that most factory order cancellations … Continue reading →

Various industry studies indicate that the average sales manager is spending up to 80% of their time in NON-sales related activities, juggling up to 30 or more tasks in any given week.  Most are inundated with more administrative duties and … Continue reading →

The Gray Whale, the White Rhinoceros and the Siberian Tiger were once on the endangered list and have been miraculously saved from extinction.  The vehicle presentation is now on the endangered list.  For decades, a vehicle presentation has been the … Continue reading →

The vast majority of test drives in Canada do not have a sales consultant present in the vehicle.  Is this considered “great salesmanship” or a new habit and a dull laziness brought on by the pandemic and current inventory shortages? … Continue reading →

As vehicle inventories slowly return to a new normal over the course of this year, dealership competition will again intensify.  The focus over the past two years of pandemic has been the creation of e-lead/digital sales processes.  However, not as … Continue reading →

Millennials (born 1981 – 1996) and Generation Z (born 1997 – 2012) are not lazy, lethargic, entitled and directionless and the more the leaders of an organization think this way, or worse, publicly denounces these groups, the more they alienate … Continue reading →

As dealership leaders we train and coach our sales consultants to ask a myriad of qualifying questions in order that they gain a better understanding of a customer’s needs and wants in a newer vehicle. However, there are two questions … Continue reading →

“Get on the phones, make appointments!” is one of the most single, dreaded statements to the panicked ears of dealership salespeople.  Whenever walk-in traffic dwindles or when dealerships are behind their monthly sales target, Sales Managers print customer lists from … Continue reading →

In many dealerships, when a salesperson realizes that they are going to have to factory-order a customer’s request for a new vehicle, the salesperson often treats this scenario with either defeat, a lack of interest and enthusiasm or a glib … Continue reading →